Managing a IT company involves performing numerous tasks that can end up taking a long time of the routine. For this reason, in many cases customer prospecting and the sale of services is left in the background. Many managers seek to find out how to sell IT services efficiently and ensure greater growth in their business.
Perform financial and administrative management, manage people and add value to the brand. In addition to ensuring that the activities are performed in the expected form, and within the established deadline, ends up taking a long time of the work routine. The technology area is increasingly expanding , making it necessary to establish strategies to be able to stand out before the competition.
It is the responsibility of the managers team to find tools and establish planning to help sell IT services and ensure that the company grows. To help you with this mission, we have prepared this complete material on the subject , including key tips on how to sell IT services and increase the profitability of your business.
Main IT services to sell
We know that most companies today cannot stay open doors without counting an efficient technology sector. This means that companies that perform IT services outsourcing find an excellent opportunity in the market.
Outsourcing of IT services through specialized companies is a service that has been gaining more and more visibility, especially because of the benefits that this modality can offer.
With the constant advancement of technology it is impossible to follow the news and add more modern resources within its own sector. Because of this, more and more organizations seek outsourcing the optimization of your IT service .
Among the main services that are sought by these companies we can mention:
- Support : IT support can be done in person or remotely, helping the company solve problems and resume its activities with agility and safety.
- Infrastructure Management : In this case, the contracting company seeks in an outsourced company everything necessary to manage the company's technology park.
- Outsourcing IT Equipment: Many businesses also want to lease and outsourcing equipment to maintain their activities, such as computers, routers, cell phones, among others.
- Security Management: The digital and technological revolution has brought many essential benefits and technologies to business. However, along with this modernity also emerged more efficient ways to steal information and harm devices. data security management to prevent the incidence of attacks and loss of information.
Understand the importance of investing in security tools within your company:
Differentiate your IT service from competition
As we can see, the digital revolution brought numerous transformations to the IT market. This growth has increased competitiveness between technology service companies , making it necessary to search for resources and strategies that help stand out in the IT market.
Many organizations are investing in new technologies and improving their services to get more and more customers and contribute to their growth. However, it is very important that a complete assessment is performed to determine what should be modified and what can be improved to provide technology services.
We need to understand that achieving a competitive differential in the market goes far beyond just adding the best technologies to your service packages. It is extremely important to make a complete transformation in the way your services are offered and how consumers should be performed.
To succeed in the technology industry, it is essential to understand the importance of transformation. Modernity requires business to adopt smarter solutions to stand out in the market. Here are some tips:
Count on a highly specialized team
To be able to track technological advancement, it is necessary to have employees who are prepared to deal with these technologies. Investing in constant training and updating will help your team prepare for various situations and ensure that your consumer has the best service on the market.
Another advantage that can be guaranteed by the training process is that once completely prepared, your team will be more productive and deliver higher quality to activities performed.
The quality of service is a priority
Your company can only stay active in the market thanks to consumers who trust their products and services. For this reason, the consumer experience must be a priority within your organization.
It is essential to invest in a complete and quality service so that your consumer feels welcomed and respected. This service starts from the publicity of your product to after-sales monitoring.
Seek strategic collaboration
Depending on the type of IT service that is offered by your company, it is possible to establish valuable partnerships that help optimize your services and ensure greater satisfaction for your consumers. This type of partnership will help your company add value and optimize the services offered, allowing consolidation in the technology sector.
How to sell IT services?
As with all niches, the sale of technology services also has particularities. In addition to seeking quality products and service that is performed, customers looking for IT services need complete and optimized support.
Taking this into consideration, the sale of IT services requires deep planning and analysis . Seeking to contribute to the growth and increased profitability of your business, we have prepared six key tips to help you sell IT services:
1- The customer in the center: focus on service
As we said earlier, IT customer service is one of the most important aspects in this type of hiring. Before offering your products and services, it is important to deeply know the customer's profile and what your needs and expectations are about this business relationship.
This means that the first step before you start offering your products is to study your current customers in order to check positive points and possible improvement needs. For this, feedback collection can be a valuable ally . It is important to note that your consumer service begins with hiring, but should be maintained throughout the customer's experience.
2- Marketing strategies to sell IT services
Due to the high competitiveness experienced by technology companies, it is virtually impossible to survive in the current market without counting efficient marketing strategies . To sell IT services more efficiently you need to adopt strategies to achieve more potential customers.
Here are some of the main marketing strategies used today:
Inbound Marketing:
The main idea behind this marketing strategy is to make customers reach their business, not the opposite way . For this to be possible it is very important that your company marks digital presence through blog, social networks and pages on the internet. Providing quality content, it is possible to mark consolidated presence in the results delivered by the search tools.
Outbound Marketing:
This strategy is closer to traditional prospecting and sales methodologies. Through it the company identifies potential customers and comes in contact through the main tools used.
Indication:
Boca Boca to Boca is one of the most efficient strategies when it comes to gaining new customers. This is because it is based on the satisfaction that its current customers present regarding their service and services offered . The more satisfied your consumer is, the greater the chances of this customer to indicate their services to their friends and family.
3- Sales funnel for IT service providers
You have probably heard of sales funnel, a concept that is related to the Inbound Marketing strategy. Through this strategy the company can segment actions and view its sales process according to the step in which the customer is.
Depending on the stage of its consumer's journey, the company can establish assertive strategies, starting with the elaboration of a complete and transparent commercial proposal. The commercial proposal is one of the first contacts that the consumer will have with the services of their company and should be elaborated strategically and intelligently.
Equally important, the service contract must clarify all consumer doubts, avoiding misunderstandings regarding the service that will be offered and the benefits arising from the service. Transparency is critical to establishing a relationship of trust between the company and the customer.
4- How to price the IT service?
Service pricing is one of the most important tasks for companies that want to increase their profitability. In this sense, it is essential to understand that the price is completely different from value , but they are concepts that must work together.
To be able to precet correctly, you need to establish what your product value is for the customer and how your pricing stands in the competitiveness of the market. It is essential to find a balance between the value of what you offer and the ideal pricing to stay competitive.
This does not mean that you need to offer the lowest price on the market. The reality is that it is essential to study competition to deliver a quality product at a more competitive price.
5- Commercial relationship with the customer: pre and after sales
As we have seen earlier, the service to its consumer begins in the first contact but must be maintained throughout the consumption trajectory . There is no point in establishing a high quality service process at the beginning, if your company is not prepared to provide the same standard of service after hiring services. Failing in this process can impair your consumers loyalty and prevent your business growth.
In order for the customer to be confident about the quality of the service offered, it is necessary for your business to be willing to offer full service throughout the business relationship. Post-sales is more important than the service performed before hiring, as it is this service that will determine if your client will be a prosecutor or a detractor of your brand.
6- Security for your customer and credibility for your business
Together with technology, techniques were also developed to cause damage to companies regardless of the sector. Currently, companies are not only looking for quality service and a product that can meet their specifications: there is a constant search for security resources that can keep their data protected.
Thanks to this, companies that sell IT services need to focus not only on quality, but also in the safety of the resources offered. Data leakage , for example, is one of the most recurring security problems in recent years and has been causing substantial damage to companies of all sizes and sectors.
The more prepared your business is to increase safety and provide greater credibility to your customers, the better your competitive positioning will be.
Increase the profitability of your MSP with assertive IT sales strategies
The technology market is highly competitive, forcing MSPS- IT managed services to reach excellence when it comes to quality. For this reason, it is necessary to establish strategies and methodologies that contribute to business growth and help achieve a more competitive level.
Managing an MSP demands to perform numerous tasks during the daily life, making routine complex and troubled. For this reason, it is necessary to have quality partnerships and assertive sales strategies to achieve competitive market positioning.
The efficient management of an MSP- Managed IT services can add numerous benefits and help your company stand out in the market. Through the best sales strategies it is possible to increase profitability and achieve such expected success.
It is also important to mention that the profitability of your business is directly related to the productivity of your workers . This means that it is extremely relevant to adopt solutions and tools that contribute to increasing the focus of your team. Therefore, ensuring that the activities are performed according to the expected planning.
Add value to IT service
Because of this high competitiveness of the technology industry, it is a real challenge to establish a competitive differential in the face of competing companies. Adding value to IT services provides much more than just the quality of resources and tools used.
In addition to having a highly specialized technical team to provide the service and be able to provide the support that consumers expect, it is also necessary to offer something that really makes a difference to the consumer . Security resources can contribute to increasing the value of your brand, demonstrating the concern your business has with data protection and confidentiality.
This way, using technology to your advantage and establishing optimized processes, your company will grow and stand out. As we have seen earlier, finding out how to sell IT services involves a number of changes and transformations in the way your company deals with the consumer.
For this reason, it is extremely important that your company managers have as a priority to ensure that the consumer has their expectations, not only met, but also exceeded by their organization.
